Every brand faces a unique challenge in outdoor sports retail: undecided shoppers. These customers come in intrigued but leave empty-handed, often despite engaging with products. This hesitation can hinder brand growth and prevent in-store sales from reaching their full potential. But what if you could turn that indecision into loyalty?
We understand the journey of outdoor sports shoppers. By empowering sales associates with the right tools and insights, brands can engage these undecided customers and inspire them to become loyal advocates. Let’s explore the traits of these customers and how platforms like ENDVR not only empower brands but also plant confidence in their sales teams to convert hesitancy into lasting loyalty.
Understanding the Undecided Shopper
Indecisive customers don’t lack interest—they lack confidence. These shoppers are usually drawn to your product. Still, they are unsure about committing, often returning to browse or ask questions without making a purchase. You may recognize them by these common behaviors:
- Asking Specific Questions: These shoppers want more than a general overview; they’re looking for assurance.
- Revisiting the Same Products: Undecided shoppers tend to return to the same items, showing continued interest but lingering hesitation.
Understanding this hesitation is the first step. For brands in outdoor retail, undecided shoppers often need an extra push—a knowledgeable recommendation, a reassurance of quality, or a hint of urgency to nudge them toward a decision.
Types of Undecided Shoppers (And How to Reach Them)
Indecisive shoppers generally fall into four categories, each with unique needs.
- The Skeptic
Skeptics question the quality or performance of products, often doubting whether they’ll get value for their money. These shoppers want hard evidence before they commit—think product awards, reviews, or customer testimonials/stories.
- The Busy Shopper
Busy shoppers are often interested but “just looking” due to time constraints. They don’t want a long conversation, so quick and effective communication is key.
- The Comparison Shopper
Comparison shoppers evaluate every detail, making sure they’re getting the best value in terms of price, features, and quality. This type of shopper may visit multiple stores or ask detailed questions to ensure they make the right choice.
- The Thrifty Buyer
Price-sensitive shoppers are often hesitant to commit, scrutinizing every dollar spent. Even if a product is reasonably priced, these customers may still feel uncertain, particularly in today’s economic climate. They’re also likely to wait for sales or special offers, hoping to secure the best possible deal before making a purchase.
Crafting a Strong In-Store Marketing Strategy
For brands in wholesale retail stores, capturing the attention of undecided customers goes beyond product details. A cohesive in-store strategy that combines the right product knowledge, promotion, and placement can drive sales significantly. With platforms like ENDVR, brands can enhance the four pillars of effective in-store marketing—the “4 Ps” framework—to influence undecided shoppers.
- Product Knowledge: With ENDVR’s mobile app, associates can easily access product details, unique selling points, and real-time updates. This empowers them to make product recommendations that resonate with undecided shoppers.
- Pricing Awareness: Outdoor shoppers are budget-conscious. Associates can learn about current offers, seasonal discounts, or bundled promotions, giving price-sensitive customers an apparent reason to buy.
- Place: ENDVR helps brands maintain product visibility and organization. Associates using ENDVR can ensure that products are prominently displayed, maintaining an inviting, easy-to-navigate setup that encourages exploration.
Promotion: ENDVR can support brands launching in-store promotions that associates can actively share with shoppers. Limited-time offers or loyalty program incentives are just a few ways to create urgency, turning an uncertain customer into a satisfied one.
Why Invest in In-Store Marketing?
With the rise of online shopping, in-store experiences have taken on new importance, with nearly 85% of US retail sales still occurring in-store.
For outdoor brands, making a lasting impression that customers won’t find online is essential. When combined with well-equipped associates, in-store marketing becomes the key to creating a unique and exciting shopping experience that engages and reassures undecided customers.
The right platform goes beyond simply providing sales associates with information; it creates an environment where brand expertise, customer interaction, and storytelling come together naturally. With tools that help associates communicate value, answer questions, and guide decisions, brands can turn hesitant customers into loyal advocates who feel connected and inspired to return.
Take Action: Engage and Convert Shoppers Today
Ready to turn indecision into loyalty? Download our “Engage and Convert Undecided Shoppers: A Brand Checklist for Supporting Sales Associates In-Store” to discover actionable steps that support your in-store teams.
Want to go even further? Speak to an ENDVR expert to learn more about how our platform can help you engage customers, drive sales, and build lasting connections in every store.
